PartB
Business Development Manager
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Primary Purpose of the Position
We are seeking a commercially driven and proactive Business Development Manager to take ownership of business development and revenue growth across the consultancy.
The Business Development Manager will own the business development process from opportunity identification through to instruction, taking responsibility for building relationships, developing the pipeline, progressing opportunities and converting them into sustainable, profitable work.
The role will work closely with the Directors and existing Key Client Account Managers to ensure that business development activity is aligned with the company’s strategic objectives, target sectors, and growth plans.
The role is target-driven and will have clear responsibility for identifying, developing, and converting new business opportunities into secured projects and sustainable client relationships.
Main Duties & Key Responsibilities
The main duties and key responsibilities of the role are as follows:
Lead the Business Development Strategy
Engaging with team leads and Directors within PartB, you will be responsible for the development of an annual business development strategy aligned with the company's overall growth objectives. This shall include but not be limited to:
- Translating the strategy into clear quarterly, monthly, and weekly activity plans.
- Identifying target sectors, clients, projects, and geographical markets.
- Determining where BD effort should be concentrated and why.
- Establishing target clients and developing individual account strategies.
- Identifying opportunities to expand existing client relationships.
- Reviewing performance regularly and taking corrective action where required.
- Reporting directly to the Directors on progress, challenges, opportunities, and future pipeline.
Maintain the Business Development Pipeline
The Business Development Manager will have clear ownership and accountability for the company's BD pipeline. You will:
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- Help maintain the company's CRM pipeline.
- Ensure opportunities are properly qualified.
- Identify stalled opportunities and take action.
- Maintain sufficient future pipeline against revenue objectives.
- Identify gaps in future workload.
- Forecast potential revenue.
- Challenge assumptions around opportunity value and probability.
- Ensure opportunities do not simply sit in the CRM without action.
Oversee Strategic Client Relationships
Work alongside the existing Key Client Account Managers to support the development of strategic client relationships. The role will not replace the responsibilities of the Key Client Account Managers but will provide additional business development support, particularly where there are opportunities to expand relationships, introduce new services, or access new areas of work.
Support Key Client Account Managers and Directors in identifying cross-selling and introduction opportunities across the wider business.
Where necessary, you will be required to work closely with the Marketing Team to develop targeted marketing and social media campaigns to support the wider Business Development Strategy.
Framework & Tender Management
You shall manage the company’s framework opportunities, including identifying relevant frameworks, maintaining existing framework relationships, and coordinating applications, submissions, and renewals.
Lead and coordinate tender submissions, working with Directors and technical teams to ensure that submissions are commercially competitive, technically strong, and aligned with the requirements of the client.
Maintain a forward-looking tender and framework pipeline and ensure that key submission dates and actions are identified and managed effectively.
You will be required to take responsibility for identifying appropriate procurement routes and determining which opportunities warrant investment. This includes:
- Public-sector frameworks.
- Construction frameworks.
- Consultant frameworks.
- Contractor supply chains.
- Housing association frameworks.
- Local authority procurement.
- Tender portals.
- Direct appointments.
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Key Performance Indicators
Your performance in the role shall be assessed against the following indicators (to be confirmed and agreed with directors):
- New business revenue secured.
- Value and number of new opportunities generated.
- Conversion of opportunities into secured work.
- Number of new target clients engaged.
- Growth of relationships with strategic clients.
- Framework appointments and successful framework call-offs.
- Tender submissions and success rates.
- Development and maintenance of an accurate business development pipeline.
- Marketing and campaign activity aligned with target clients and sectors.
- Attendance and engagement at relevant national and regional industry events.
- Contribution to the overall business development strategy and growth targets.
Skills & Knowledge
Required Experience and Skills
- Proven experience in business development, commercial, or senior sales within B2B professional services, construction, engineering, property, or consultancy.
- Demonstrable experience generating new business.
- Experience owning and managing a sales/business development pipeline.
- Strong understanding of the UK construction and property sectors.
- Experience developing strategic client relationships.
- Commercial awareness and understanding of profitable revenue.
- Strong CRM experience.
- Excellent communication and presentation skills.
- Ability to work autonomously and take responsibility for achieving objectives.
Desirable
- Fire engineering or fire safety consultancy experience.
- Building surveying, engineering, or architectural consultancy.
- Main contractor, developer, or housebuilder experience.
- Public-sector procurement.
- Framework development.
- Tender portal experience.
- Existing UK construction industry network.
- Experience selling technical consultancy services.
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